The Four Success Habits of Highly Successful Advisors
It has been said that habits determine 95% of a person’s behavior and are the most important determinant of the type of person you will become. That can be...
Financial Advisors Sabotage Their Success Through Getting Ready to Get Ready
I’ve seen it dozens of times. Financial advisors sitting at their desks, looking busy, immersed in their work, shuffling papers, searching the internet, and reading reports. Sometimes it seems...
To Win More Prospects, Show Them You Are the Goals-centric Advisor Clients Want
As a financial advisor, you have one job and one job only—to help your clients achieve their financial goals. At least, that's how your clients see it. That's according...
Advisors Who Don’t Want to Sound “Salesy” Need to Master Soft Skills
Many financial advisors don't like to be thought of as salespeople. In fact, they despise it. In part because they work hard at earning the distinction of being an...
How to Motivate Your Prospects to Take Action Now
No doubt you remember the last car you purchased. If you're like most people, you spent hours, days, maybe months researching, comparing prices, features and specs. You knew what...
The Inevitable Frustration of Success
Let’s talk about the inevitable frustration of success, about building a business slowly. I have one piece of advice if you’re still building your business: Don’t be in a...
How to Get More Unsolicited Referrals from Clients
Ask any successful advisor what the key to their success is, and they’ll tell you—referrals. You can’t grow a profitable practice without a steady stream of referrals. When you...
How to Raise Conversations Your Clients Don’t Know They Should Have
Most clients hire a financial advisor because they expect him or her to know more than they do about planning their future. They willingly pay you to leverage your...
For Clients Expecting 5-Star Service, Exceptional Communications Is Not Enough—Proactive Communication Is the New Standard
Top financial advisors understand that superior client communications are paramount to building a successful practice. That is supported by a widely published survey by Financial Advisor Magazine, revealing that 72%...
Presenting the Strategy Paper to Turn Prospects into Clients
In my previous guest blog post, I explained how I dissected the confirmed file note by dividing it into four separate quadrants in order to create a strategy to...